Attendees learned how to avoid the pitfalls of client development in this Lunchtime Learning Lab. Armed with new tactics, attendees learned how to reach those hard-to-reach clients. Our presenter shared stories of emails gone wrong, disastrous meetings, and innovative client outreach.
During the lab, they learned how to:
• Craft emails that get a response
• Pitch meetings, in person or on the phone
• Get in front of the right people
It’s not every day you prepare for professional certification. It takes time, energy, and focus—not to mention the right tools and techniques to master the material. With Roadmap to Certification, SMPS helped students plan and practice through a comprehensive study program led by seasoned instructors. They got a sneak peek of the course and heard how our instructors would help them every step of the way towards certification.
Attendees learned what the Certified Professional Services Marketer (CPSM) certification is all about!
Developing new business is always challenging in a competitive environment. It can be even more challenging for professional services firms. In many cases, selling is about building relationships, solving problems, and understanding your customers’ goals and issues.
During this webinar, attendees got an insider’s look at how to enhance their business development (BD) skills in the seller-doer model that’s common in many professional services firms. Our presenter Lyle White, vice president for Black & Veatch, outlined a three-year program that achieved significant improvement at his firm by invigorating the BD process.
The program, titled Intensified Client Engagement (ICE) concentrated on market drivers, client relationships, and opportunity development to win more work, especially value-based work. The ICE approach combines sales professionals with seller-doers in a progressive “get business” process as a team.
Leaders from three prestigious professional organizations in the A/E/C industry provided insight into the economic and legislative climate of our region, and how it could impact our future. Upcoming elections, economic developments, and sizable changes in big business structures in and around St. Louis will have a great impact on our industry, and this panel dove into these and other pressing issues.
• Bruce Wylie, American Council of Engineering Companies (ACEC) – Missouri
• David Kehm, American Institute of Architects (AIA) – Missouri
• Len Toenjes, Associated General Contractors (AGC) of Missouri
The Cortex Innovation Community is home to a vibrant 200-acre innovation hub and technology district integrated into St. Louis’ historic Central West End and Forest Park Southeast residential neighborhoods. The Cortex master plan projects $2.3 billion of construction, over 4.5 million square feet of mixed-use development, a new MetroLink light-rail station and 15,000 permanent technology-related jobs. Attendees joined SMPS-St. Louis for an enlightening walking tour of the newest space, TechShop, and other innovative developments in the district. A happy hour with light appetizers followed the walking tours.
This webinar provided an insider’s guide into the secret world of selection committees—what they really look for and how they evaluate proposals and presentations. Attendees learned what goes on behind closed doors and which factors influence the final selection.
Presenters shared valuable insights plus tips and recommendations for improving writing and presentation skills. Examples included proposal and presentation successes and failures. “Little Piggy Proposals,” “The Cram,” and “Death by PowerPoint” were all covered with insight and humor to drive home the point that proposals and presentations need to be about the client, not the presenter.
SMPS St. Louis hosted this networking event at Jilly’s where members were encouraged to sign up for various committees and enticed with Jilly’s cupcakes, ice cream and drinks. This provided the opportunity for members to get more involved in SMPS and gain greater value from your membership.
Build Business: Synthesis brought together A/E/C clients, content experts, principals, business developers, and marketers to historic Philadelphia, PA, to learn from and challenge one another to think differently about business. The conference included never-before-seen breakout sessions, provocative keynote speakers, and plenty of networking.
SMPS St. Louis held their annual breakfast meeting where they learned about chapter accomplishments, progress and goals and met next year’s new Board of Directors. They recognized their Volunteers of the Year, scholarship recipients and longtime members.
This webinar gave helpful tools and techniques as well as showed how to build confidence when presenting to co-workers, clients, and other professionals. In addition, attendees learned how to be a more supportive marketing partner through active listening and helpful critique that encourages co-workers to become articulate professionals and overcome their fear of public speaking.
During the July Lunchtime Learning Lab, members learned a few basic tips and tricks to improve the quality of their photos. Presenters also showed members how to build a solid image library without breaking the marketing budget.
The awards celebration showcased top marketing efforts across the St. Louis area. Attendees networked with local marketers, got ideas to improve firm efforts, and celebrated the winning entries. The works submitted by several top firms were displayed and three of the entrants presented their award winning submissions. Presenters included: HOK (special events), Lawrence Group (social media) and TOKY (website).
The SMPS St. Louis Marketing Excellence Awards recognize outstanding achievement in marketing communications by professional services firms in the design and building industry. Occurring once every two years, the competition provides an unparalleled opportunity for professional services firms to showcase their best marketing practices.
Incredible customer service is something most every company talks about, but few deliver effectively. While companies are typically long on good intentions, they often fall short on execution. The 75-minute webinar presented by Kelly Riggs, founder of the Business LockerRoom and author of Quit Whining and Start Selling, introduced the keys to the phenomenal customer service commonly associated with companies like The Ritz-Carlton, Chik-fil-A, and Amazon. He educated attendees on how to deliver amazing customer service and use it as a competitive advantage for their company.
SMPS St. Louis’ own Kristyn Newbern and Jennifer Bradshaw casually presented at this networking happy hour showcasing some common mistakes professionals make when communicating in the digital world. Topics included Knowing Your Audience, Email vs. Phone vs. Face-to-Face, Toneless Text, and the Importance of Punctuation.
SMPS-St. Louis hosted a lunch to learn to share what the Society for Marketing Professional Services is all about including our ability to tailor resources to meet the challenges and opportunities marketers/business developers encounter. SMPS is the only A/E/C/ association that provides the knowledge, network and tools for stronger results.
This most popular, well-attended networking event of the year was an opportunity to meet and have lunch with the bi-state region’s key decision-makers.
Prospective clients included:
Parkway School District
Manager of Planning & Engineering
Laclede Gas Company
Director of Sales & Customer Accounts
Metropolitan St. Louis Sewer District
Director of Engineering
St. Louis Regional Freight District Executive Director
City of St. Louis – Board of Public Service
Manager – Planning & Programming
CIC – St. Louis
Co-founder and Managing Director
Lambert St. Louis International Airport
Deputy Director, Planning & Engineering
Vice President, Planning, Design & Construction
Recently, the SAME St. Louis and Scott Field Posts and the SMPS St. Louis Chapter held their 4th Annual Industry Day. Representatives from a variety of federal agencies were invited to present on their agency’s missions and upcoming contracting opportunities.
Industry Day presentations can be downloaded here: https://mbc.box.com/s/xs52kiwdkmf21hswntergo1hhi63qpby
Photos of the event can be downloaded here: https://www.flickr.com/gp/140586653@N07/s83uZd
SMPS St. Louis hosted this third annual event where MBE/WBE/SBE owners networked with some of the regions largest architecture, engineering and construction firms. Firms included Alberici, Cannon, Christner, CRB, HOK, Horner & Shifrin, Jacobs, Lawrence Group, McCarthy Building Companies and S. M. Wilson & Co.
Marketers, business developers and employers met to learn more about the benefits of CPSM Certification and what it takes to attaint the certification.
SMPS St. Louis hosted a panel discussion featuring top executives from local healthcare providers. The questions posed to the panel focused on topics such as access to healthcare, the aging population, patient satisfaction, and technology and how those items affect the way we design and build healthcare facilities.
Dan Cates, Principal, Northstar Management Company
Dan has over 30 years of business development and management experience. He is an active member of the American Society for Healthcare Engineering including participation with local chapters (MOSHE and SICHE). He also serves as an Advisory Board member for the Healthcare Facilities Symposium & Expo in Chicago, IL.
Tim Elli, Director of Construction, BJC HealthCare
Tim has more than a decade of experience with BJC Healthcare. He has served in the roles of Project Manager and Program Management Service Director for the System Real Estate Department, and Program Management Services Director for the Design and Construction Department.
Stephanie Long, Divisional Director of Facilities, Hospital Sisters Health System
Stephanie is the Divisional Director of Facilities for Hospital Sisters Health System in Belleville, IL. She joined the team after over 13 years of experience with BJC Healthcare as a Design and Construction Manager and the Facility and Environment Manager.
Brad Taylor, Director of Building Services, St. Anthony’s Medical Center
Brad brings nearly 30 years of experience in the healthcare industry, with both private and public sector experience. His experience includes being the Manager of Facility Operations at St. Louis Children’s Hospital, Project Director for Alberici Constructors, a Senior Project Executive for the Hammes Company, and Team Leader of Plant Operations for SSM Health Care.
SMPS St. Louis hosted Nicole Harms, owner of 212 Training, LLC, for a breakfast program that explored generational diversity in the workplace. In the next several years, there will be five generations in the workplace at once. This diversity will bring a new set of opportunities and challenges. Nicole led the session digging into techniques for managing and working in the most generationally-diverse climate in history.
SMPS hosted a half day seminar with industry experts in Business Development where attendees learned how to best spend dollars on marketing, quit wasting time on unqualified prospects and learn best practices for business development within the A/E/C industry.
Dan Klien – Partner, Spoke Marketing
Jason Mainard – President, Sandler Training
Susan Murphy – Murphy Motivation and Training
St. Louis’ Marketing Community came together for a Holiday Happy Hour at T-Rex St. Louis. Having seen a year of tremendous growth in the St. Louis Startup community, they returned to T-Rex’s fifth floor, the hub of their community space for work and play, and the perfect location that brought together new companies with the metro area’s best promoters.
Award winning graphic design firm Toky put on a specialized, half day workshop for marketers in the A/E/C industry. They touched on tips, taught short cuts and helped improve everyday tools for InDesign and Photoshop users. They also covered making presentation’s MORE graphic by using LESS words.
SMPS hosted this live webinar with presentation and training guru Susan Murphy. In her webinar, Murphy walked attendees through through a step-by-step practice of the intellectual and physical skills necessary to make a great presentation.